Responsibilities
- Own your territory and build and Maintain Pipeline: Develop a strong sales pipeline through proactive prospecting, cold calling, and networking.
- Drive Sales Growth: Achieve or exceed sales targets and KPIs, including: Consistently meet or exceed quarterly sales quotas. Maintain a high level of outbound activity, including calls, emails, and meetings. Develop and close new business opportunities within your territory.
- Upsell and Expand Accounts: Identify opportunities to upsell Extended Access Management to your Enterprise Password Manager Customers.
- Cross-functional Collaboration/Team Selling: Collaborate seamlessly with SDRs, Solutions, Onboarding and Customer Success Managers (CSM) to optimize client engagement and identify growth opportunities. Engage in multi-threaded relationships within client organizations to enhance overall account health.
- Value-Based Selling: Implement value-based selling strategies to align our solutions with client needs and objectives. Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
- Presentation and Negotiation: Confidently present to C-suite executives, articulating the value proposition of our products and services. Experience working with Mutual Action Plans to drive an agreed-upon outcome. Utilize strong negotiation skills to drive mutually beneficial outcomes.
Requirements
- 2+ years of SaaS sales experience, with a preference for experience in the security space
- Strong track record of meeting or exceeding sales quotas and KPIs.
- Experience up-selling & cross-selling to both new customers and across your book of business
- Proficiency in strategic account planning, territory management, and value-based selling.
- Strong business acumen, communication & presentation skills to C-Suite
- Meticulous operating-rigor when it comes to pipeline management, forecasting and pacing to target
- Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
- Self-motivated, driven, and able to work independently in a remote setting.
Nice to Have
- Preferable proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach
Benefits
- Health and wellbeing 👶 Maternity and parental leave top-up programs 🏝 Generous PTO policy 💖 Four company-wide wellness days
- Growth and future 📈 Company equity for all full-time employees 💸 Retirement matching program 🔑 Free 1Password account
- Community 🤝 Paid volunteer days 🌎 Employee-led inclusion and belonging programs and ERGs 🏆 Peer-to-peer recognition through Bonusly
Additional Information
- Canada-based roles only
- Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
